Mastercard Base Case

By Tom Steinert-Threlkeld  |  Posted 2002-06-17 Print this article Print

Mastercard thinks it can catch up to Visa. Its latest weapon: analytical tools it develops for credit card issuers.

Mastercard Base Case

Headquarters: 2000 Purchase Street, Purchase, NY 10577

Phone: (914) 249-2000

Business: Association of banks that issue charge cards, marketer of credit and debit card brands, provider of transaction network

Chief Information Officer: Jerry McElhatton, senior executive vice president, global technology and operations

Financials: $1.5 billion in revenue, $118.1 million in net income; 7.5% net profit margin, all 2000. $986 billion in transaction volume, 2001

Challenge: Find ways to turn managers of credit card portfolios at small, medium and large banks into "preferred partners,'' pushing MasterCard brand products instead of Visa brand


  • Improve market share, from 31.6% of credit card business
  • Store 36 months of transaction data from all members, on a rolling basis
  • Increase daily volume, beyond 30 million transactions a day
  • Beat current annual growth rate of 17.6% in dollar volume of transactions handled

Tom was editor-in-chief of Interactive Week, from 1995 to 2000, leading a team that created the Internet industry's first newspaper and won numerous awards for the publication. He also has been an award-winning technology journalist for the Dallas Morning News and Fort Worth Star-Telegram. He is a graduate of the Harvard Business School and the University of Missouri School of Journalism.

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